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AREA DIRECTOR OF ASIA GROUP SALES

Company: Hawaii Growth - Highgate Hotels
Location: Honolulu
Posted on: January 16, 2022

Job Description:

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com .

Overview

The Area Director of Asia Group Sales is responsible for planning the strategy (with the Area Director of Asia Sales & Strategy) for all group related functions from Asia. This includes, but is not limited to the direction, coordination of all sales-related activities, goal setting, account management, direct sales efforts, follow-up, and proper sales administration. This position will also be responsible for booking Association and Incentive business from Asia.

Responsibilities


- Assist the Area Director of Asia Sales & Strategy in the supervision and administration of all activities of the Asia Sales Department.
- Develop a full working knowledge of the operations of each Highgate hotel, including Food and Beverage, Guest Services, Finance and Reservations.
- Develop a complete knowledge of company sales policies and SOPs, and assist the Area Director of Asia Sales & Strategy in ensuring knowledge of and adherence to those policies by the Asia Sales team.
- Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
- Meet or exceed booking goals for each Highgate hotel in the Asia group market segment
- Assist the Area Director of Asia Sales & Strategy in the operation of the Asia Sales Department within established sales expense budget.
- Must excel at providing leadership and guidance to hotel GMs to plot the group sales strategy at each property
- Must be able to create unique products to put to market to allow each hotel to find its place in the group market
- Must be able to find effective marketing solutions for launch of new products. This includes but is not limited to brochure, pamphlets, advertising, social media and partner marketing opportunities.
- Must be able to travel for work to Japan several times a year and Korea and China as needed
- Must be able to effectively handle the unique group needs of each property within a growing portfolio of Highgate Hotels in Hawaii that currently include Alohilani Resort Waikiki Beach, Aston Waikiki Beach Hotel, Park Shore Hotel, Hilton Garden Inn Waikiki Beach, Courtyard by Marriott Waikiki Beach, Ambassador Hotel Waikiki, Pearl Hotel Waikiki and Royal Lahaina Resort
- Must be able to effectively work with Catering & Convention Services leadership to continually explore new ways to service groups at the Highgate Hotels in Hawaii
- Proactively initiate and follow up on group leads.
- Strategize and brainstorm creative ways to increase group leads in an ever-changing booking environment.
- Assist with coordination of group bookings to maximize profits.
- Maintain and participate in an active sales solicitation program.
- Attend the weekly staff meeting according to Highgate Hotel standards.
- Responsible for the administration of training in the sales department.
- Assist in the preparation of required reports in a timely manner.
- Administer weekly sales meetings according to Highgate Hotel Standards.
- Assist occasionally with non-group transient sales activities and catering solicitations to maximize overall profits.
- Conduct all employee/manager Performance Appraisals according to Highgate Hotel SOP's.
- Motivate, coach, counsel and discipline the Sales Team according to Highgate Hotel SOP's.
- Monitor production of all top accounts and evaluate trends within your market and ensure the Sales Team is held accountable for those accounts within their territory.
- Responsible for the hiring and development of Sales Department employees and managers.
- Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
- Review meeting planner evaluations with the Area Director of Asia Sales & Strategy as received to ensure that any problems are rectified.
- Conduct a professional, thorough site inspections of Highgate hotels with clients, exhibiting key features and beneficial to the property, and ensure that all Ops teams are aware of the necessary setup requirements.
- Assist in developing strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
- Use your property's computerized sales management system to manage the hotel's business, including but not limited to generating reports, entering business, blocking space, and building accounts.
- Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
- Ensure self and team members are planning and executing sales trips as outlined in quarterly Key Result Areas (KRAs) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
- Assist in preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP. Explain the components of the end-of-month report and analyze the report with the VP of Sales & Marketing . Assist in ensuring that Sales Managers can explain the importance and components of the report.
- Prepare the annual budget with Area Director of Asia Sales & Strategy
- Prepare the annual Marketing Plan with Area Director of Asia Sales & Strategy
- Meet and greet onsite contacts.
- Attend all-employee meetings and any other functions required by management.
- Develop networking opportunities through active participation in community and professional associations, activities and events.
- React to negative trends in the market place by implementing strategic sales activities and promotions.

Keywords: Hawaii Growth - Highgate Hotels, Honolulu , AREA DIRECTOR OF ASIA GROUP SALES, Executive , Honolulu, Hawaii

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